Head of Sales and Distribution

Client of Orion Consultancy

Job Summary

We are seeking a dynamic and results-driven Head of Sales & Distribution to lead the retail banking growth strategy for a progressive bank in the UAE. This senior leadership role is responsible for overseeing all retail sales functions, multi-channel distribution, and relationship management across Mass Market, Affluent, and Ultra High Net Worth (UHNW) segments. The ideal candidate will be a seasoned retail banking professional with a strong track record in sales strategy, branch network optimization, and digital channel integration.

Key Responsibilities

1. Retail Sales Strategy & Business Development

• Develop and implement an end-to-end retail banking sales strategy across Mass, Affluent, and UHNW segments.
• Drive acquisition, portfolio growth, cross-sell, and deepening across products including deposits, loans, wealth management, credit cards, and digital banking.
• Lead and manage performance across all regional sales teams to meet monthly, quarterly, and annual targets.
• Establish strong internal and external referral networks, with a focus on acquiring and retaining HNW/UHNW clients.

2. Channel & Distribution Leadership

• Lead the planning, performance, and transformation of all customer touchpoints including branches, wealth lounges, and digital sales centers.
• Optimize the bank s branch footprint using data-driven insights on customer behavior, location demographics, and digital adoption.
• Evolve branches into high-performance sales and advisory hubs, while ensuring premium customer service delivery.

3. Digital Sales & Phygital Integration

• Partner with digital and product teams to enhance customer journeys across digital onboarding, sales, and service.
• Champion the integration of physical and digital (phygital) experiences to drive omnichannel engagement.
• Promote self-service adoption and utilization of digital tools across all retail customer segments.

4. Strategic Planning & Performance Management

• Lead the annual business planning process for Sales & Distribution, including sales targets, resource allocation, and channel strategy.
• Track and analyze KPIs, productivity ratios, and acquisition costs to continuously improve performance.
• Provide senior leadership and Board committees with actionable insights, dashboards, and regular progress reports.

5. Leadership & People Development

• Build and mentor a high-performing team across sales, relationship management, and distribution roles.
• Foster a results-driven culture of performance, customer obsession, and accountability.
• Drive diversity and inclusion initiatives, with a strong commitment to Emiratization and local talent development.

Requirements:

• Bachelor s degree in Business, Finance, or a related field; MBA is preferred.
• 10 15 years of experience in Retail Banking, with at least 5 years in a senior leadership role overseeing sales and distribution.
• Proven expertise in managing Mass Market, Affluent, and UHNW client segments.
• Strong understanding of digital banking trends, customer lifecycle, and omnichannel distribution.
• Demonstrated success in leading sales growth, transforming branch networks, and driving digital adoption.

Key Skills & Competencies

• Strategic Sales Leadership
• Retail Banking Expertise (Mass to UHNW)
• Digital Banking & Omnichannel Strategy
• Branch & Distribution Network Optimization
• Relationship Management & Client Acquisition
• Financial Planning & Business Forecasting
• Team Leadership & Talent Development
• Customer Experience & Service Excellence
• Change & Transformation Management